Professional Selling Exam One well
answered already passed
Judy is a local sales representative for an insurance company. The economy is stagnant, and a few new
residents are moving into her territory. Consequently, Judy decides to assess the potential for additional
sales among her existing customers. Judy is planning to use a(n) __________ strategy. - correct answer
✔✔selling deeper
Quinton is a sales representative for Hawk Eye Surveillance Solutions, and it is his job to sell the closed
circuit cameras his company manufactures. During a meeting with Jimmy, the owner of a very popular
bookstore, Quinton wants to highlight the need for his product. He asks Jimmy, "What impact does
inventory shrinkage have on your ability to make a reasonable profit?" In the context of the SPIN
technique, Quinton is using a(n) __________ question here. - correct answer ✔✔implication
Veronica is a new salesperson at an insurance company. Her primary task is to locate potential buyers of
insurance products in a particular area. Veronica's activity is known as - correct answer ✔✔prospecting.
As a salesperson, a simple way to ensure that the sales call objectives determined are measurable is to -
correct answer ✔✔set objectives that require a buyer's response.
Wallace is a salesperson in the Nebraska Territory for a firm selling kitchen appliances to mobile home
manufacturers. At a school reunion, an old friend approaches him and says, "What a coincidence! I'm the
director of purchasing for Bilt-Tite Mobile Homes in Franklin, Georgia. Why don't you contact me next
week? Let's see if we can do business." Unfortunately, Wallace cannot do business with his friend
because - correct answer ✔✔Wallace's friend's business is not located within Wallace's authorized
territory.
After a sales letter gains a prospect's attention, the next thing it must do is - correct answer ✔✔explain
why the reader should or should not take the desired action.
When making an appointment, it is important for a salesperson to identify an environment conducive to
doing business. So, the salesperson should - correct answer ✔✔choose a place free of distraction for all
parties.
,Julia, a salesperson of cosmetic products, is trying to make an appointment with a prospective client. She
has already spoken to a person from the prospect's firm, who, after listening to her, has given her some
important information and connected her to Ali, who has details about the common problems faced at
the client's end. According to Neil Rackham, Ali is most likely - correct answer ✔✔the focus of
dissatisfaction.
Steve, a salesperson for KLN Machines, began his meeting with a prospect by saying, "I noticed that you
have a collection of antique thermometers in your outer office. My father has been collecting soda pop
thermometers for almost fifteen years. What got you interested in collecting them?" In this scenario,
Steve was trying to - correct answer ✔✔establish rapport with the prospect by talking of a common
interest.
Which of the following statements about sales call objectives is false? - correct answer ✔✔The primary
objective of every sales call is to make a sale.
Which of the following pairs of individuals are most receptive to small talk? - correct answer
✔✔amiables and expressives
Al sells everything a company needs to market decorative balloons—the balloons themselves, ribbons,
helium tanks, etc. He wants to talk to the owner of a large catering company because balloons are great
decorations for birthday tables, baby showers, and other such social occasions. Unfortunately, every
time he tries to talk to the owner of the catering company, he finds himself in an unnecessarily long
conversation with the assistant caterer, who does not let him talk to the owner. The assistant caterer is
assuming the role of a(n) - correct answer ✔✔barrier.
The opening paragraph of a sales letter should - correct answer ✔✔draw attention to the rest of the
letter.
In the context of finding the right person to make a sales call, Neil Rackham suggests that a salesperson
should initially try to call on the person who is the - correct answer ✔✔focus of receptivity.
Kumar is a salesperson for a cosmetic brand. Before meeting his prospect, he sends the prospect a few
fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products. In this
case, Kumar is most likely engaging in - correct answer ✔✔seeding
, When applying the problem/solution selling model, __________ is the term used describing a
customer's needs. - correct answer ✔✔business model
A(n) __________, which salespeople can share with the CEO of a buyer's firm, focuses on what an
individual manager needs to address and resolve to be able to better contribute to overall company
objectives. - correct answer ✔✔customer value proposition
The booking agent for Moser Midway Rides walked into the management office for the Ohio State Fair
and said, "The average family of four will spend 5.5 hours at the fair and spend between $60 and $70.
How would you like to have that same family spend between $90 and $100 at your fair?" Which of the
following methods of opening was the salesperson using in this scenario? - correct answer ✔✔question
Horizon Gifts is involved in corporate gifting solutions for large companies. Cal is a long-time user of the
service provided by Horizon Gifts, and he often suggests possible clients to the service's sales
representatives. Every time a lead Cal has provided actually makes a purchase, Cal receives a free gift,
which might be anything from a can of assorted nuts to a wool muffler. Cal acts as a __________ for
Horizon Gifts. - correct answer ✔✔spotter
Julia, a salesperson for an automobile firm, explains all the attributes and benefits of a car to a customer
in her sales presentation. The customer loses interest in her presentation because Julia overloads the
presentation with attributes the customer was not interested in knowing about and does not address the
customer's needs. This is an example of - correct answer ✔✔feature dumping.
"This model, the 107 electric nail gun, will reduce the amount of time your crew spends roofing a 3,000
square foot home by 30 percent. This will lower your labor costs and allow you to bid more competitively
in the market for your service." This opening statement is an example of a(n) __________ opening. -
correct answer ✔✔benefit
TECAmerica Incorporated sells electronic scales used for weighing meats and vegetables. A salesperson
for TECAmerica is calling on the headquarters of Kroger supermarkets. He has set his sales call objectives
to meet the members of the buying center, to have his product brochures sent to the appropriate
geographic division managers of Kroger, and to be allowed to demonstrate the superiority of his
company's scales. If he truly expects to achieve his objective of meeting the members of the buying
center, then the others would be classified as __________ call objectives. - correct answer ✔✔secondary
answered already passed
Judy is a local sales representative for an insurance company. The economy is stagnant, and a few new
residents are moving into her territory. Consequently, Judy decides to assess the potential for additional
sales among her existing customers. Judy is planning to use a(n) __________ strategy. - correct answer
✔✔selling deeper
Quinton is a sales representative for Hawk Eye Surveillance Solutions, and it is his job to sell the closed
circuit cameras his company manufactures. During a meeting with Jimmy, the owner of a very popular
bookstore, Quinton wants to highlight the need for his product. He asks Jimmy, "What impact does
inventory shrinkage have on your ability to make a reasonable profit?" In the context of the SPIN
technique, Quinton is using a(n) __________ question here. - correct answer ✔✔implication
Veronica is a new salesperson at an insurance company. Her primary task is to locate potential buyers of
insurance products in a particular area. Veronica's activity is known as - correct answer ✔✔prospecting.
As a salesperson, a simple way to ensure that the sales call objectives determined are measurable is to -
correct answer ✔✔set objectives that require a buyer's response.
Wallace is a salesperson in the Nebraska Territory for a firm selling kitchen appliances to mobile home
manufacturers. At a school reunion, an old friend approaches him and says, "What a coincidence! I'm the
director of purchasing for Bilt-Tite Mobile Homes in Franklin, Georgia. Why don't you contact me next
week? Let's see if we can do business." Unfortunately, Wallace cannot do business with his friend
because - correct answer ✔✔Wallace's friend's business is not located within Wallace's authorized
territory.
After a sales letter gains a prospect's attention, the next thing it must do is - correct answer ✔✔explain
why the reader should or should not take the desired action.
When making an appointment, it is important for a salesperson to identify an environment conducive to
doing business. So, the salesperson should - correct answer ✔✔choose a place free of distraction for all
parties.
,Julia, a salesperson of cosmetic products, is trying to make an appointment with a prospective client. She
has already spoken to a person from the prospect's firm, who, after listening to her, has given her some
important information and connected her to Ali, who has details about the common problems faced at
the client's end. According to Neil Rackham, Ali is most likely - correct answer ✔✔the focus of
dissatisfaction.
Steve, a salesperson for KLN Machines, began his meeting with a prospect by saying, "I noticed that you
have a collection of antique thermometers in your outer office. My father has been collecting soda pop
thermometers for almost fifteen years. What got you interested in collecting them?" In this scenario,
Steve was trying to - correct answer ✔✔establish rapport with the prospect by talking of a common
interest.
Which of the following statements about sales call objectives is false? - correct answer ✔✔The primary
objective of every sales call is to make a sale.
Which of the following pairs of individuals are most receptive to small talk? - correct answer
✔✔amiables and expressives
Al sells everything a company needs to market decorative balloons—the balloons themselves, ribbons,
helium tanks, etc. He wants to talk to the owner of a large catering company because balloons are great
decorations for birthday tables, baby showers, and other such social occasions. Unfortunately, every
time he tries to talk to the owner of the catering company, he finds himself in an unnecessarily long
conversation with the assistant caterer, who does not let him talk to the owner. The assistant caterer is
assuming the role of a(n) - correct answer ✔✔barrier.
The opening paragraph of a sales letter should - correct answer ✔✔draw attention to the rest of the
letter.
In the context of finding the right person to make a sales call, Neil Rackham suggests that a salesperson
should initially try to call on the person who is the - correct answer ✔✔focus of receptivity.
Kumar is a salesperson for a cosmetic brand. Before meeting his prospect, he sends the prospect a few
fashion and lifestyle magazines to improve the prospect's knowledge about cosmetic products. In this
case, Kumar is most likely engaging in - correct answer ✔✔seeding
, When applying the problem/solution selling model, __________ is the term used describing a
customer's needs. - correct answer ✔✔business model
A(n) __________, which salespeople can share with the CEO of a buyer's firm, focuses on what an
individual manager needs to address and resolve to be able to better contribute to overall company
objectives. - correct answer ✔✔customer value proposition
The booking agent for Moser Midway Rides walked into the management office for the Ohio State Fair
and said, "The average family of four will spend 5.5 hours at the fair and spend between $60 and $70.
How would you like to have that same family spend between $90 and $100 at your fair?" Which of the
following methods of opening was the salesperson using in this scenario? - correct answer ✔✔question
Horizon Gifts is involved in corporate gifting solutions for large companies. Cal is a long-time user of the
service provided by Horizon Gifts, and he often suggests possible clients to the service's sales
representatives. Every time a lead Cal has provided actually makes a purchase, Cal receives a free gift,
which might be anything from a can of assorted nuts to a wool muffler. Cal acts as a __________ for
Horizon Gifts. - correct answer ✔✔spotter
Julia, a salesperson for an automobile firm, explains all the attributes and benefits of a car to a customer
in her sales presentation. The customer loses interest in her presentation because Julia overloads the
presentation with attributes the customer was not interested in knowing about and does not address the
customer's needs. This is an example of - correct answer ✔✔feature dumping.
"This model, the 107 electric nail gun, will reduce the amount of time your crew spends roofing a 3,000
square foot home by 30 percent. This will lower your labor costs and allow you to bid more competitively
in the market for your service." This opening statement is an example of a(n) __________ opening. -
correct answer ✔✔benefit
TECAmerica Incorporated sells electronic scales used for weighing meats and vegetables. A salesperson
for TECAmerica is calling on the headquarters of Kroger supermarkets. He has set his sales call objectives
to meet the members of the buying center, to have his product brochures sent to the appropriate
geographic division managers of Kroger, and to be allowed to demonstrate the superiority of his
company's scales. If he truly expects to achieve his objective of meeting the members of the buying
center, then the others would be classified as __________ call objectives. - correct answer ✔✔secondary
